What’s worse than a qualified prospect who doesn’t buy?
A qualified prospect that is confused at what you do.
Linear business models solve for that with
• 1 clear outcome you’re solving for
• different milestones along the path
• different entry points
so no matter where your prospect is
they can find a place in your model.
One of the teams I helped consulted with a client that sold education in the legal space
The client had 1 clear outcome:
to help legal pros grow their practice
but they had different tiers and offerings depending on the revenue level people were at.
It made it extremely simple for prospective buyers to see where they fit in their model
it future paced them into the next tier
In other words, their clients upsold themselves
because for this offer, the logic was simple
“if Im at the $250k-$500k tier and graduate, I can move onto the next tear where I get to learn how to grow to $1M/year”